Lead Them or Lose Them

By Michael J. Beck
Professional Speaker & Business Coach

As sales professionals, we know that people make buying decisions emotionally and justify or rationalize their decision logically. They want to follow someone who knows where they're going and who stands for something. As professionals and leaders of our own destiny, we have to 1) have a purpose, or in other words, stand for something, and 2) communicate our vision and goals effectively. Remember that, although the organization is now called "Sales Professionals International", it was originally called "Salesman with a Purpose"!

Becoming clear on your purpose is a big step towards being successful - whether in sales, business, family, or volunteering. When a person has a clear vision, they become attractive to those around them. People want to be around a leader with vision and passion. I believe that everyone with a purpose has the same purpose. That is, is some way, to help others. What differs among us is the vehicle we choose to help. With that understanding, the sales process takes on new meaning. Customers don't buy products and services! They buy the benefits that your product or service can produce. When we understand that we're helping people our efforts take on a new tone. We adopt an attitude of helping and not selling.

Mastering effective communications is an obligation of a leader with a purpose. Our job is to get information to our prospects or followers in a way that they can best receive it. We need to become masters of human relations. We need to work hard at understanding others - at appreciating our differences and communicating in the style most comfortable to the other person. Once we, as sales professionals, make an effort to better "connect" with our prospects, not only will we be giving them better information, but giving it in a way that helps them make a more informed decision. The consequence is that the people we come in contact with will be better off and we will be happier and more successful!

Make an effort to make a difference.

Michael J. Beck
Professional Speaker & Business Coach
President-Elect, Denver Coach Federation
Leadership Coaching Inc.
720.977.8956
mbeck@leaders-coach.com
www.leaders-coach.com